Sw3N

This is a story about a salesman. If you sell, you doubtless will have your own view of hunters, farmers, sales managers and various selling methods. You're entitled to your viewpoint but please don't mark me down for mine. I've years of very successful high-dollar selling, and this is a fictionalized account of what I've found successful. Oh, and remember I can't include every sales method, technique, question, procedure in the story. And if you're a sales manager, remember this is just a story of a bad one, not all sales managers.

If you comment anonymously it would be nice to at least identify yourself in the comment. It's less than courageous to leave a snarky comment anonymously. I'll just delete it. But if its constructive, then why are you afraid to be identified?

To those with great comments and suggestions, you know I email you my thanks and ask questions, so thank you. You help me be a better writer. I'm trying! Also thank you to BentNotBroken for help with editing.

Lastly, there's hardly any sex in this story, and there's a lot of self-burn.

* * * *

"I love it when your cucky husband has to do overnights when he's on the road, because I just love

our

overnights!" Brad loved the after-sex pillow talk with his underling's wife, Rachel, who happened to also be the President of one of the divisions of Winthrop Industries.

"Much better than those quickies during lunch, right Brad?" Rachel smiled as she leaned over and began fondling Brad's flaccid member. "How about I get you ready for round two?"

* * * *

"My goal is to be as good a salesperson as you are Mr. Simmons," said the fresh out of college young man. "Well young man, get as much facetime in front of clients as you can and never stop prospecting. Learn to love the phone."

Jack Simmons had a flock of salespeople surrounding him at the bar, listening to his stories and selling tips. It was the after-party for the company's annual awards banquet where the three divisions of Winthrop Industries received various recognition and awards. Jack had once again won the Salesperson of the Year Award.

"Mr. Simmons," the young man asked once again, "what do you find most effective in your calls?" Looking at the group, Jack pointed to the young man and said, "guys, if this kid keeps asking probing questions like that he's gonna go far!"

Everyone laughed and the young man blushed at the teasing complement. As the laughter settled down Jack answered, "OK, I'll give you three things: First, ask tough and uncomfortable questions. A sales interview should never be comfortable for your prospect. Second, don't be afraid of the silence. Wait for the answer, don't fill in the space and talk too much. Third, learn to be a hunter. Don't let things come to you. Don't sit on your base salary, live for the kill, for the commissions. Now don't forget that you'll have to learn a lot of detail and nuance to those three items."

Plenty of heads were nodding then cheers went up as Jack said he'd buy everyone another round of drinks. He could certainly afford it, his commissions were higher than some executive salaries.

Jack took a breather from the group and leaned against the bar with a whiskey neat, watching his wife Rachel dance yet another song with his sales manager, Brad. Most salespeople dislike their sales managers, few of whom really know how to manage salespeople. But Brad was terrible to salespeople, looking down on them as if sales was the only job they could get.

Rachel, on the other hand, was an exceptional manager. Of the three divisions in the company, Rachel was President of her division, the same division Jack happened to work in. Graduating at the top of her class from an Ivy League school, she was moving up in the ranks when Jack was hired into her division in the sales department.

Some time ago the CEO, Carl Winthrop, had poached Jack from a competitor. Jack had an excellent reputation and to lure him over Carl gave him a separate commission schedule from the rest of the sales staff. And since the division had cycled through several ineffective sales managers for several years. Carl asked Jack to at least take the lead and help out the other sales people.

Ten years ago Rachel Carter and Jack Simmons didn't know each other and never saw each other in the offices or cafeteria during Jack's first year at the company because Jack was primarily out of the office on the road selling while Rachel inhabited the executive office upstairs. It was pure coincidence they ran into each other in a grocery store, struck up a conversation that led to coffee, then dinner, dating, and marriage a year later.

As all those who fall in love know there are those items of mutual attractiveness that eventually lead to marriage. It starts with physical attraction of course, and both Rachel and Jack are prime human specimens who won the genetic lottery. But the deeper levels of compatibility such as shared values, mutual commitment, similar likes and dislikes, the way they communicate, how they get along with the other's family, and a sense of reciprocity cement the relationship.

They disclosed this relationship to HR in accordance with the strict company policies on personal relationships with coworkers. And because Jack was hired directly by the CEO and owner, Carl Winthrop, it was even more important to have full disclosure.

"Brad, move your hand off my ass. I don't want any of my staff to get any ideas."

"Oh but your ass is so delectable Rachel. You know how I like to kiss it and lick it babe!"

"Stop it

now!

Brad!" she grunted menacingly and stepped away and walked back to her table. From his perch at the bar Jack noticed the minor dust-up.

As she and Brad sat at their table, Carl Winthrop came up and asked, "Mind if I join you?"

Of course Rachel and Brad were only too happy to be in the presence of the CEO, an opportune time for some ass kissing on the way up the corporate ladder.

"So Rachel, congratulations on your division winning the award for most profitable division this past year. I'm proud of your accomplishments."

"Thank you Carl, it's been a lot of work."

"Of course it has, being President of a division isn't a walk in the park," he said with a smile. "Yet, as much as you manage the operations so well, the division wouldn't be as profitable if it wasn't for your husband's sales record."

"Sir, we have an excellent sales department. It wasn't just Jack's sales that brought us to the top." Rachel shot a glare at Brad for his untimely intrusion into her conversation, not to mention stepping on the CEO's statement.

"And who are you again?" asked Carl, looking over his glasses at Brad.

"Brad Gully sir. I'm the Sales Manager for the Division. I manage Jack and the other salespeople and help them achieve the performance that put us on top again this year."

There was a pause in the conversation as Carl looked at Brad skeptically, then over to Rachel. He cleared his throat and looked back at Brad and asked "Brad is it? Tell me, of the four other salespeople, how did that group perform against Jack's sales this past year?"

"Um, I'd have to get back with you on that sir. I don't have the numbers in front of me."

"That's disappointing Brad. I would expect you to have a detailed knowledge of everyone's sales in your head if you're properly managing your department." Rachel was trying to keep a pleasant face but inside was furious at Brad's stumbles in front of her boss.

"But I'll let that slide Brad, Rachel can speak with you later. I'm sure she knows my feelings about management's awareness of the KPI's in their departments." Rachel looked down as Carl admonished Brad.

"So, Brad, I'll tell you what I know about Jack's performance against the other four you supposedly manage. Jack outsells all four of them eight times. In fact, his annual sales equal the entire sales of the second highest division in my company. I thought you would know that. Tell you what, I'd like a private moment with Rachel so how about you go and get us some drinks?"

"Yes sir." Brad stood up and straightened his tie as he tried to walk away with some amount of dignity. He saw Jack over at the bar. "God damned salespeople, think they run the place. Look at Jack, the life of the party, lucking out on all those sales. What an unknowing and clueless cuck," were Brad's thoughts as he smirked his way over to the bar.

Carl slid his chair over to Rachel. "You've come a long way in this company over the last ten years Rachel. You're a top performer, no question. But this Sales Manager of yours, I can't help but question your judgment in hiring him."

Putting on her corporate smile, Rachel responded, "You know salespeople, Carl. They talk a lot. Brad isn't always the detail person but he's right in that he managed the top performing sales team in my division. He's got an Ivy League education, you know."

Carl looked at Rachel and let the silence sit for a few moments and saw Rachel shift slightly in her seat. "Rachel my dear, you know how I started this company, right? You know I was a one-man show selling my ass off until I could afford a small staff, and over time it grew to what is now three divisions and millions in annual sales."

"Yes, Carl, I know the story."

"And you know I believe in 'management by walking around,' not sitting around in an office like a bird on a nest. That's how I keep my finger on the pulse of my corporation.

"And as you also know that it was me that recognized Jack's talent, and why I hired him. And he's the best I've ever seen and his numbers prove it. And you know how good he is because he's the one responsible for your division's numbers, and you should know all this because he's also your husband."

"I know all that Carl. I believe you're about to make a point?"

"Love that directness in you, Rachel. Yes. Here's my point: Be careful with that Brad guy. Jack is a hunter, and hunters make sales managers nervous. He can manage himself and has proven that over and over again. But this guy you hired? Taking credit for managing a department when it's basically Jack bringing in the business? Be careful."

"Carl, you have nothing to worry about. I can manage my husband and Brad."

"I don't think you're hearing what I'm saying Rachel. Things are good. Real good right now. A guy like Jack, a hunter, only wants to know that if they're effective how much could they earn. That's why year-after-year his sales continually increase. Hunters are driven to win. But sales managers are uncomfortable with that, they're driven to control, and that's a bad combination.

"And this "Brad" guy you hired, I've got a bad feeling about him. Understand what I'm saying? Anyways, you did good last year. Keep it up, I appreciate your work Rachel."

Rachel stood and thanked Carl as he left the table, just as Brad was coming back with a round of drinks.

"What was that all about Rachel?" Brad asked as he sat down the drinks.

"Nothing, just commending me for our results this past year."

"Listen Rachel, I'm sick and tired of hearing about "Jack-this," and "Jack-that" from all of those asshole salespeople at the bar. They don't have the slightest idea what it takes to run a company and probably couldn't get a job at Walmart if we hadn't hired them. I've got some ideas to revise the comp plan."

"Let's not upset the apple cart Brad. Things are going well."

"Look I know you're married to Mr. Wonderful over there, but if he is so wonderful you and I wouldn't be enjoying our time in his bedroom now, would we? And for that reason I'm glad he's on the road a lot. But he's making a lot more money than I am, and more than some other executives."

"So? He's earned it. His base salary is irrelevant to him."

"Yeah, but I want to revise the commission schedule, especially the top end. It's unfair to the rest of us. I've been thinking about this for a while and have a proposal for your approval."

"Well, I'll take a look at it Brad. But the old man has his eyes on us so you better make sure your sales team ups its numbers this year. And I don't mean Jack. I mean those other guys. You put yourself in the crosshairs with Carl with the way you bragged about them."

"Don't you worry, I'll take care of those sales wimps. Let's dance!"

As Brad took Rachel's hand back to the dance floor she saw that Jack had been on his way over to the table. Jack looked at her with the "what the heck" face. Rachel just shook her shoulders and began dancing with Brad.

Jack stopped for a moment looking at his wife dancing once again with his shitty sales manager, then turned to go back to the bar. But as he did, he saw his fellow salespeople suddenly put their heads down and turn themselves toward the bar.

A good salesperson can read the room. Sales hunters are very social, outgoing, interactive, dominant, persuasive. They have a level of both confidence and insecurity that drives their need to win. And Jack could read the room, from the dance floor to the bar.

He put down his drink and texted his wife that he Uber'd home.

Several hours later he heard the door open and Rachel came upstairs to see her husband already in bed. "Jack, why did you leave me at the banquet? Do you know how embarrassing that was?"

Sitting up in bed, he responded, "Maybe as embarrassing as everyone seeing my wife dance with my sales manager all night and not with me? Besides, I texted you."

"That was uncalled for Jack! I have to be cordial to all my staff and you know it" she said angrily.

"And Brad was cordial with you too, his hand on your ass and his holding your attention the entire evening. I didn't see you dance with anyone else, so your cordialness was rather exclusive, wouldn't you agree?"

'Ughh! Don't try and defend yourself Jack. It was rude for you to leave me. Just admit it."

Any good salesperson knows when the conversation is over. It was over, nothing more to be gained. So he just stared at her down with a disapproving look. He knew that she knew she was wrong. He also knew she had a hard time admitting when she was wrong.

He decided to let his facial expression do the talking, then turned over and went to sleep.

Rachel lay in bed upset and angry staring at the moonlight filtering in through the blinds. "What am I doing?" she silently thought to herself. "I'm at the top of my game at work, making fantastic money, the top division, married to the top salesperson, have a great husband, but I'm fucking one of my subordinates right under my husband's nose!"

Her thoughts wandered back to her decision to finally fill the open Sales Manager position. "Why did I feel a need to do that? Was it because Jack had all the salespeople wound around his finger? They're so devoted to him! They all perform well, not to his level but even without Jack their numbers are to quota."

Indeed, over the years without a formal manager Jack was able to coach, support, and encourage the sales staff in a healthy and friendly competition where just the four men without Jack bring in enough new business where the division would be number two.

"Am I jealous of my husband's success? I see his commission statements. Yeah, I'm envious of the money he's making - it's more than my salary as Division President! And I went to Ivy League and he only has a high school diploma! It seems so unfair."

Given the new business volume, a year ago she decided to reorganize several departments and thought it a good time to fill the Sales Manager role. The candidate interviews were some of the most frustrating she'd ever conducted. The ego's, the ass-kissing and brown-nosing, the people-pleasing. Few of these so-called "sales manager" experts really had a successful track record in sales management, much less in direct selling.

When Brad Gully interviewed she was surprised at the well-dressed Ivy League graduate who entered her office. He was handsome, cultured, and had that Ivy League air of superiority but friendliness. She was taken by his charm, plus, in well-chosen words he implied an aggressiveness and high expectations to which would hold the salespeople accountable.

She hired him on the spot, and took him to lunch, one of the many lunches they've shared over the past year where the conversations about work declined in favor of personal thoughts of relationships, frustrations, dissatisfactions. These, of course, included doubts and frustrations and general grousing about marriage.

Back when Rachel and Jack met and fell in love, she even then had reservations about his lack of education and his comfort in just being a salesperson. The word "just" was her word, while his performance had been nothing close to the minimalist word "just."

So she insisted if they marry, they maintain separate banking, investment, and debt accounts and simply contribute a fixed amount monthly to the home expenses, and wrote up an agreement that was just short of a prenup but clearly set out their financial expectations.

"So is it my jealousy of Jack's income? Is it his lack of education? Why am I cheating on him with the manager that's making his life difficult?" She had a troubled night of sleep.

The next week Brad proposed a revision to the commission schedule and showed how it would add to the division's bottom line. "Yeah Brad, it would add another ten percent but it's coming directly out of the salespeople's commissions. And since my husband is the top salesperson it's a pay cut to him. I don't know if that will go over well."

"You're the President of the Division, Rachel. Are you trying to stack your husband's payroll or are you looking out for the good of the division?"

"That's unfair Brad. Especially since we're fuckbuddies."

"Speaking of which, Rachel, how about tomorrow afternoon at the motel?" They agreed on the tryst location.

That night over dinner Rachel brought up the commission revision proposal. Jack put down his fork and looked at Rachel with squinty eyes. "Rachel, you're not going to implement that, are you?"

"It would add to the division's bottom line Jack. I've got to think of that."

Jack paused for a sip of wine to carefully choose his words. "Have you heard of the Law of Unintended Consequences?"

"Of course I have. You know my education level!" Rachel was surprised at the offended tone she just just took with her husband.

"Yes I do Rachel. You know I love you babe but lately you've been frequently reminding me of that for some reason. I'm proud of what you've accomplished, you know that.

"But how is cutting commissions going to motivate your sales staff? How are you going to introduce it? How about 'hey guys, you're doing such a great job down here in the sales pit that we're going to cut your pay as a reward.'"

"You're only saying that Jack because it would cut into your earnings."

"Sure it will Rachel. And I don't like that, besides, did you run this by Carl? I have a separate commission schedule from everyone else. But the point is no one else is going to like it either.

"Look babe, I know you're proud of your education and accomplishments, all well-deserved. But you can't look at the sales staff as lazy greasy hucksters. You've got a great team down there is the cubicle pits. These are hard-working people!

"It takes a lot of work to build relationships, and with prospective customers it's a tough but delicate grind to work through the ranks to get to the ultimate decision maker without offending those you've got to get through. And even then, dealing with the competitive bidding where all they want is the lowest price is challenging, especially when we want to sell value at our list prices. And the daily rejection is enormous to deal with and keep moving forward. Can't you see that?"

Internally Rachel knew her husband had a good point, but it did grate on her the kind of money someone who plays around out of the office can make. It just seems unaccountable.